Channel Account Manager

Boston · Full-time

About The Position

We are currently looking for a world-class Partner Sales Manager (Individual Contributor) to drive GTM and revenue attainment with Cloud Consultancies & Service Providers (CSPs), Global and National Systems Integrators, and Managed Service Providers (MSPs).

Reporting to the Vice President of Business Development, the ideal candidate will have both executive-facing experience and channel sales background that enables them to engage at the CXO level, as well as with key channel, technical, and field sales personnel, coupled with a proven history exceeding revenue goals by developing and executing against strategic partnerships success.

You will drive and close partner agreements and create joint selling plans with your assigned partners that will lead to new revenue opportunities for partner channel growth. You will partner with product, marketing, and customer success teams to drive partner engagement and success with end-customer revenue wins and adoption of your partners’ solutions (resale or referral).

You will work with your assigned channel partners to develop demand generation plans and account-based marketing initiatives and campaigns that will drive top of funnel sales opportunities. You will also help drive product solution success and any necessary integrations involving engineering support. You will own the total revenue attainment from your assigned partners.


  • Own all revenue outcomes from your assigned partners.
  • Deliver against KPIs and success metrics aligned to your assigned partners.
  • Develop and execute annual business plans with your assigned partners.
  • Engage your assigned partners to establish new and grow existing MSP, reseller, and referral agreements and related revenues, and drive co-selling, field alignment, and demand generation with these partners to leverage these agreements to drive new revenue opportunities for
  • Develop and run executive level quarterly business reviews
  • Execute comprehensive joint account engagement plan and tracking mechanism
  • Maintain and report an accurate sales forecast in SFDC.
  • Prepare and give internal business reviews to the senior management team.


  • Minimum 10+ years’ in B2B Cloud-based Software Sales & Channel combined
  • 7+ years in Global Alliance, Systems Integrator, and/or MSP partner sales, creating and executing partner business plans that deliver forecastable revenue results.
  • Understanding of technical partner ecosystems is highly preferred
  • Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders
  • Experience working in a start-up environment is essential. This means...
  • Must be comfortable operating in an environment where there are often processes and systems that need to be built/optimized in the course of day-to-day business.
  • In high growth companies, there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important
  • Familiarity with AWS and Azure and contacts with key ecosystem stakeholders
  • Familiarity with MSP and OEM operating models
  • Domain experience in: Cloud computing, APM, log management, SIEM, Security Analytics, Network Security, SOC management.
  • Experience building and developing partnerships with Global SIs like Deloitte, KPMG, PWC, Accenture
  • Experience creating and driving to success sales campaigns that deliver revenue via CSP Marketplaces like AWS Marketplace, Azure Marketplace, GCP Marketplace, Salesforce AppExchange.
  • Ability to travel 30-50% of the time
  • MBA preferred or BA/BS in business, math, or engineering plus relevant experience.

Additional Info:

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